Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks

By Antonella La Rocca

Book Overview

This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research - studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology - the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships.

Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors' mutually perceived identities - continuously emergent and relationship-specific - are the main factor in the development of business relationships and discusses the implicationsfor management practice and research.

• Format: Paperback
• Language: English
• ISBN: 3030409953
• ISBN13: 9783030409951
• Release Date: March 2021
• Publisher: Palgrave MacMillan
• Length: 200 Pages
• Weight: 0.65 lbs.
• Dimensions: 0.5" x 5.8" x 8.3"